Presenting your Services: Who’s Making the Decision?

Everyday you make many decisions. You’re given choices and based on your thoughts and reasoning, you make your decision.

However I think one of the biggest decisions (and mistake) we business owners make is: Making the decision FOR our viewer, prospects, clients. We do this based on what we know or really what we THINK we know about our market/ideal clients and what they want or can afford.

During my 30+ years in dentistry as the Office Manager and Financial Coordinator I saw so many dentists literally make the decision for their patients in their presentations for treatment and they (the dentist) did this with the best of intentions for their patients.

What would they do? Instead of giving the patient ALL treatment options, including the more costly ones, the dentist would look at the patient, then think they (the doctor) knew what they (the patient) could afford or would want to do, and give them that option for treatment.

In other words, the dentist made the decision FOR the patient instead of presenting ALL options and letting the patient choose. (Note: These were ALL needed treatment options and were good treatment options. But some better than others)

By that same token, I’ve worked for and seen dentists who would present ALL treatment options to the patient for the patient to choose ….regardless of what the dentist thought their finances looked like…and allowed the patient to choose.

Guess what…. MOST of the time the patients choose the higher priced treatment options, because the PATIENT listened to the dentist give ALL the options for treatment and then the PATIENT make their decision based on knowing ALL the facts.

As business owners…coaches, consultants, speakers, small business owners, etc… don’t we do the same thing? Many times, in our presentations and closings, we think…”Well, they won’t choose this package or that program….because it’s too much, so I’ll downgrade the price” OR “I’ll offer them something less expensive.”

What have we done? We have made the decision FOR the prospective client. That offer we didn’t present could have been exactly what that person needed and was looking for (and would have paid for) and instead we have offered them something of lesser value that prospect may or may not have needed or been looking for.

Either way…We LOST and (worse) did a disservice to our prospect.

• If that is what you offered and the prospect chooses to go with the lesser program and work with you, the prospect still isn’t getting what he/she fully wants.
• They may not choose to work with you because they WANT the higher end product you didn’t present to them and the prospect will sign with the person who does offer it.

After listening to your prospect: Always Always Always, present your very best options to your prospects based on what you are hearing they need.…. NEVER let price be YOUR determining factor in what you offer your prospects….let it be your prospects choice…their decision.

You can always offer something of a lesser option if they voice that’s what they need. But after hearing what you present to them (starting with the best per their needs), always let it be your prospects decisionon what program, product, or service they need from you…not yours.

Here is a Simple Action Step:

Pay attention to how you are presenting to your prospects when it comes time to offer them the option to work with you. See if you are making the mistake of making the decision FOR your client as to what you think they would be willing to pay to work with you. Then if you are, determine how you will change your presentation for what your prospect needs and let your prospects make the decision.

If you’d like to talk about your business or looking for some help, I’d like to invite you to schedule a Complimentary Strategy Call now. Many times after out talk, you’ll receive a strategy you can implement immediately after getting off the phone! Let’s talk!!

About Livvie Matthews

Hi, I’m Livvie Matthews, an online marketing business coach and solutions provider who loves teaching and supporting passion driven, motivated, coaches, consultants, and other small service business professionals 50 and over in the next chapter of their lives, how to create marketing messages for helping their ideal clients recognize themselves and then pre-qualify themselves for taking the next step – working with you. This makes the closing conversations much simpler.

I invite you to schedule a complimentary Visibility Discovery Call to help move YOU forward. Schedule your Free Session today!

When I’m not online, you can find me spending time with my husband. We’re empty nesters, live in Charlotte, NC and have 3 grown daughters, 2 son-in-laws, 2 grand cats and 3 grand dogs.


  1. Yvonne A Jones

    Very good points covered. We really should avoid making decisions for our potential clients based on what we believe they can afford. I’ve done that in the past, but recognize it’s not my decision to make. Make the offer without attachment, ask questions, and be prepared to overcome some objections.

    • Yes! I like the advice you shared too, Yvonne: “Make the offer without attachment, ask questions, and be prepared to overcome some objections.” Thank you for commenting.

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